This Suburban Mom's Quest For A Healthier Cough Syrup Sparked A Fast-Growing Brand

Carolyn Harrington developed a passionate interest in natural healing after her daughter Maty had to have two open heart surgeries to correct congenital heart defects before she turned five—and Harrington, then the mother of three small children, got diagnosed with rheumatoid arthritis. After Maty’s second surgery, the little girl began losing her hair and developed severe plaque psoriasis all over her body, reflecting a weakened immune system.

As Harrington looked for ways to help Maty get stronger and heal herself, she began developing natural remedies, such as cough syrup, that, she found, helped her family. “I don’t know where this is going,” Harrington told her husband, Bob, as she experimented in her kitchen.

Bob, who had been a manufacturers’ rep in the hardware industry for years, had his own ideas. “You’ve got to sell this,” he told her.

Inspired, Harrington mocked up a couple of boxes of Maty’s All Natural Cough Syrup and traveled to Natural Products Expo West, a trade show in Anaheim, Calif., in 2008. “We took out one-third of a booth,” recalls Harrington. “We left the show with 2,000 commitments for stores.”

Today, Maty’s Healthy Products, ranging from baby ointment to vapor rub, are available in stores such as CVS Pharmacy, Rite Aid, Shoprite, Target, and Walmart. Revenue at the firm grew 100% in 2015, according to Harrington.

Some of Maty's Healthy Products.

Maty, 20, who grew up playing soccer and golf, is now healthy and is a junior in college. “Aside from the huge scar she has, you’d never know she went through anything,” says Harrington. Meanwhile, Harrington considers herself healed from rheumatoid arthritis, after using many alternative treatment methods and removing dairy, which triggered her symptoms, from her diet.

The Harringtons, who have three other children between the ages 15 and 25, managed to grow the business without hiring any employees for their first five years in business. Here are some of the strategies they used to ensure their ultra-lean startup, based in Pittsford, N.Y., near Rochester, was a success.